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1 Canned Tomatoes 101

2 PLEASE DO NOT post this slide during training session. Thank you! This presentation has been created with speaker notes to support NJFC efforts to train the broker community and develop the next level of tomato experts. Product sampling is required to fully understand the features and benefits of canned tomatoes. Samples are to be requested using the standard NJFC sample request process. When requesting samples, plan for a 48-hour turn around time from when order is submitted to outbound shipment. All sample requests ship UPS Ground unless they have prior approval from NJFC Corporate. It is recommended to have competitor product on-hand and to cut/sample. Proper technique for sampling (cutting) canned tomatoes is essential. Precut the extra samples prior to a large cutting to ensure you are prepared. There should be no surprises. Set a time and location for the cutting in advance. Bring your own pans, trays, can opener, towels and food handling gloves. Wipe off/clean the cans prior to opening. Record the can codes. The can code can be used to track product history if needed. Be sure all cans are the same temperature, as cold will tighten up the product. Do not keep samples in car overnight. Cut Neil Jones product first. Cut the competitor product, evaluate and taste. Clean up. Recap the positive and observations from he cutting. Show how to use in a non traditional option at a higher margin. Show how salesperson can cross merchandise with other products where applicable. Tomato Experts need to know and be able to speak effectively on the following topics: Reasons for and impact of calcium chloride and citric acid. Sodium content: NJFC vs. competitors Applications that may not be commonly thought of e.g. ground tomatoes for salsa How to use extruder tool for pouches. (This would be good time to hand them out) Gov t spec vs. NJFC and competitors actual drain weights.

3 The canned tomato industry is changing Canned tomato growth is being fueled by: Signature Sauces Healthier & Sustainable Products Signature sauces (as opposed to prepared sauces) reduce costs. Signature sauces differentiate the product offering (e.g., family recipe). Products lower in sodium and sugar are garnering attention. Sustainable farming and pouch products (less waste) are influencing purchasing decisions. The Switch From Fresh Tomatoes Restaurant owners seek reduced labor costs (e.g., tomatoes already peeled, chopped or diced), price consistency, and better yields.

4 Tomato: Fruit or Vegetable?

5 Where do great tomatoes come from? SBF TTK Prime tomato growing regions are proximate to San Benito and TomaTek, providing field-to-can in about 6 hours. 5

6 Types of Tomatoes for Foodservice

7 Square-Round Tomato

8 Roma, Pear, Plum Tomatoes

9 Basic quality attributes of tomatoes Viscosity (bostwick) Serum viscosity Degree of density and firmness. Measure of resistance offered by a fluid to relative motions of its parts. Measure of serum separation from the solids. Evaluates weeps or separation on standing. Soluble Solids (brix) Color Measurement of sugar content using a refractometer; percent soluble solids calculated as sugar. Determined by the presence of carotenes e.g. lycopene comprising 83% of pigments present.

10 Factors effecting flavor of finished products Time and temperature. The growing region. Tomato variety. Processing equipment. Time from the farm. Time of the season. Ingredients added.

11 Total Load Management Program CONCEPT: Proper selection and blending of tomato varieties according to their natural quality attributes such as: solids (brix), bostwick, serum viscosity, color, firmness, thickness of the wall, etc. BENEFITS: Consistent quality in our finished products. Reduction of quality variability from can to can. Consistent drain weights.

12 Tomato Plants in Greenhouse The Neil Jones Food Company field department staff work with all the major seed breeding companies to stay on top of all the latest developments in processing tomato varieties. This includes having our own new variety trials throughout the season with our growers. Our field department staff evaluate the new varieties with the help of the processing plant and develop plans for future pack seasons.

13 Tomato Transplanting Planting starts in early March and proceeds through mid to late May. Approximately 8,000-9,000 plants are in an acre and a general rule of thumb is 120 days from transplant to harvest.

14 Sustainable Agriculture +98% Drip irrigation means using less water while increasing yields. All NJFC contracted growers support the NJFC Sustainable Agriculture Program. No use of biosolids. No use of genetically modified organisms (GMOs). Compliance with pesticide, fertilizer, health and safety regulations.

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26 Fresh Pack Tomatoes Our promise Only packaged during tomato season. Field to package in around 6 hours. Cooked one time prior to customers application; ensuring freshness, sweeter taste and bright red color.

27 Packaging configurations Commercial Industrial

28 US Standards Character Color Defects Drained tomatoes Normal Flavor and Odor Wholeness

29 Quality Factors Peeling: Steam versus [chemical] Lye Added Ingredients: Calcium Chloride firming agent absorbed into the flesh to make the tomatoes hold up in the can and remain firm during the cooking process. Does impart a flavor to the product. Citric Acid Used to lower the ph to minimize spoilage. Excessive amounts can create an acidic flavor. At NJFCO only used when required. Finished Product measurements: Brix % solids. Density / Specific gravity density or concentration of product to that of water. ph measurement of the total acid present and is controlled to minimize spoilage. Tomato products generally range 4.0 to 4.5% ph.

30 Categories of tomato products Whole peeled round and pear Diced and Stewed Ground and Crushed Chopped Concentrated crushed and pizza sauce bases Paste Puree Catsup Formulated Sauces o Pizza o Spaghetti and Pasta o Tomato o Chili o Seafood cocktail o Organics

31 Certifications Food safety is a priority for Neil Jones Food Company. We know this is also a priority for our customers and their patrons. Plant certifications include: Product certifications include:

32 Sell with Confidence Highest quality products. Read the label. Sustainable agriculture practices. Packed-from-fresh in season and from field-to-can in about 6 hours. 6/10 cans AND flexible pouch options. Non-GMO. Citric acid only when needed. Easy sample process. Cuttings must be done.

33 Additional Resources

34 Tomato Product Cutting Tips Know your customer and the application of the products being shown. Confirm the products will work for the application. Listen to the customer regarding what attributes they expect in the product. Read the label: two products being cut must be the same. Precut the extra samples prior to a large cutting to ensure you are prepared. There should be no surprises. Set a time and location for the cutting in advance. Bring your own pans, trays, can opener, towels and food handling gloves. Wipe off/clean the cans prior to opening. Record the can codes. The can code can be used to track product history if needed.

35 Tomato Product Cutting Tips Be sure all cans are the same temperature, as cold will tighten up the product. Do not keep samples in car overnight. Cut Neil Jones product first. Provide bread sticks or slices to taste the product. Point out the quality and yield aspects of the product. Cut the competitor product. Let the customer evaluate and taste. Listen to what the customer says and guide customer in understanding that we can provide any product to meet their expectations. Clean up. Do not leave mess for customer to clean up. Recap the positive in the cutting. Ask for the order.

36 Tomato Glossary BOSTWICK: A standard for measurement in centimeters indicating the consistency or flow of a tomato product monitored over a 30-second period. (The lower the bostwick reading, the thicker the tested product). BRIX: The measurement of concentration of tomato solids. The higher the number, the more tomato solids in the product. CALCIUM CHLORIDE: A chemical additive that gives firmness to tomatoes and prevents the product from breaking down. Without calcium chloride the tomato will have a softer texture and possess a sweeter flavor. CAN CODE MARKINGS: Letters, numerals or symbols used on containers to identify the product and the processor. The code marks distinguish the date and plant location, the time and the line at which the product was packed. CHARACTER: A grading and scoring factor, which refers to such characteristics as maturity, degree of ripeness, fleshiness, crispness, tenderness, etc. CITRIC ACID: Added to most tomato products to keep the acidity at a level which, along with the cooking process, inhibits the growth of spoiling bacteria. A small level of citric acid is naturally occurring. CONCENTRATION: The process of removing liquid from solids, usually through heat evaporation, which increases the thickness and/or density of the material (e.g , 1.06, 1.07 tomato puree. CONSISTOMETER: A device used to measure the rate of flow or the consistency (thickness) of products; for example, tomato sauce, tomato ketchup and tomato paste. DRAINED WEIGHT: The net contents of the product in the can after it is removed from the can and drained. The product is placed on a draining screen for 2 minutes using the proper mesh screen at the proper angle and then weighed. EXTRA STANDARD OR CHOICE GRADE: Tomato that falls slightly below the rigid requirements of the Fancy grade, but is still better than the Standard. FILL WEIGHT: This is the weight of the tomatoes that is put into the can prior to sealing and cooking. FINISHER: A piece of equipment designed to remove seeds, peel, stems and sepals from tomato products. GROUND/CRUSHED: Terms mean the same It means to pulverize the tomatoes into a range of sizes of tomato particulate. HEAD SPACE: This is the distance between the top rim of the can and the surface of the contents of the can. HEAVY PACK: Refers to the drained weight of actual tomato product in the can after draining off the liquids.

37 Tomato Glossary NET WEIGHT: This is the weight of the total contents of the can including all solid and liquid material. PECTIN: Derived from complex substances present in plant tissue which, in the presence of sugar, acid, and heat, forms a jelly-like consistency, and when concentrated, becomes very dense. PLUM/PEAR/ROMA: These terms are interchangeable and are used to describe certain tomato varieties which are elongated in shape, they originated in Italy, and are now grown in California as well. REFRACTOMETER: An instrument using specific gravity to measure the natural tomato soluble solids (NTSS). SAN MARZANO STYLE: This term is used to describe a pear shaped tomato traditionally packed in the San Marzano part of Italy without any Calcium Chloride, therefore making the tomato sweeter in flavor. SOLIDS: The percentage of tomato solids found in products such as tomato puree, paste and ketchup. The degree of concentration of tomato puree and paste, for example is expressed in terms of percent natural tomato soluble solids (NTSS). SPECIFIC GRAVITY: A measurement of the weight of tomato solids per cubic centimeter (cc) when compared to a cc of distilled water. This term usually refers to tomato purees Specific Gravity = minimum of 10% tomato solids 1.06 Specific Gravity = minimum of 13% tomato solids 1.07 Specific Gravity = minimum of 15% tomato solids STANDARD GRADE: Average tomato crop that may lack uniformity in size, color, and ripeness. SYNERESIS: The separation of solids and liquids from a product. TOMATO PASTE: which is available in cans and drums, consists of tomatoes that have been evaporated, strained and reduced to a deep red, richly flavored concentrate. TOMATO PUREE: consists of tomatoes that have been concentrated and strained, resulting in a thick liquid. TOMATO SAUCE: is a slightly thinner tomato puree, often with seasonings and other flavorings added so that it is ready to use in various dishes or as a base for other sauces. VISCOSITY: Means the thickness of a tomato product or the manner in which it flows.

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39 Flexible Pouch Tomatoes

40 Pouch - Environmental & Operational Benefits 75% less energy to produce than metal cans. Generate 1/10th the CO² emissions of metal can. At 1/10th packaging weight that is nearly 5 pounds less gross weight and 30% less volume. 68 cases more per truckload than cans. Reduce hidden cost of trash - In space of one empty case you can fit nearly 300 empty bags.

41 Pouch - Operator Benefits Count the ways Easy storage with smaller footprint. Lower costs for the operator in two ways: 1. Virtually no shrinkage since contents of pouch are visible and easy to remove, 2. Significantly less waste. Safety and convenience benefits include: 1. EZ open tear and no tools required, 2. No dented cans to deal with, 3. No metal shavings or sharp edges that may lead to cut fingers and costly work-related injuries, 4. Reduced risk of cross-contamination No unclean can openers required.

42 Old California Fresh Pack Tomatoes The FIRST Whole Peeled and Diced pouch products on the market. Packed in season from Fresh California Tomatoes. Six #10 can equivalent pouches per case. Cook time is less than cans provides for better flavor and color. Convenient EZ Open tear notch. Shelf stable packaging provides a 36-month shelf-life. No refrigeration needed until opened. Reduced packaging waste and disposal cost. Reduced risk for injury and cross-contamination no can openers or sharp edges. Each case of #10 flexible pouches with finished product utilizes 30% less volume than a case of #10 cans.

43 Old California Family of Products Whole Peeled Tomatoes in Juice (60 oz. DW) Diced Tomatoes in Juice 3/ California Dreaming, Chopped Tomatoes in Light Puree Salsa Ready Tomatoes Marbella Ground Tomatoes in Heavy Puree Extra Heavy Concentrated Crushed Tomatoes 13% Riviera Red Super Heavy Concentrated Crushed Tomatoes 15% Fully Prepared Pizza Sauce with Oil & Spices 13.25% Fancy Tomato Paste Heavy Tomato Puree Extra Heavy Tomato Puree Spaghetti Sauce Marinara Fancy Tomato Sauce

44 Chopped in Pouch vs. Whole Peel in Cans Preferred WP (17107), 72 oz. DW in can will yield 432 ounces usable real cost per oz. = $.0394 Chopped in Pouch (14554) will yield nearly 100% of the net weight, 636 ounces of usable $3 more per case than the cans, the real cost per oz. = $.0314, a savings of $.008 per oz., $5.09 per case.

45 Tomato Yield Savings Selling Value Add Diced tomatoes NJFC Item Brand San Benito Mission s Best San Benito San Benito Old California Product type Whole Peeled Diced 1 Diced 1 Petite Dice 3/8 Dice ¾ Minimum drain weight per can (ozs) Minimum drain weight per case (ozs) 240* Price per case $17.49 $20.03 $21.38 $22.72 $19.39 Price per can / pouch $2.92 $3.34 $3.56 $3.79 $3.23 Price per ounce $0.073 $0.049 $0.049 $0.057 $0.049 Price per 4 ounce serving $0.29 $0.20 $0.20 $0.23 $0.20 Operator usage per week Annual cost to operator $9, $6, $5, $7, $6, Annual savings to operator vs Whole Peeled N/A $2, $3, $1, $2, % operator savings vs Whole Peeled N/A 32% 35% 21% 32% *Drained weight reflected after tomatoes are chopped or diced. Value added Diced reduces labor cost versus whole peeled. Higher drained weight product provides increase yield per case. Les labor + higher yield = lower total overall cost, higher operator profit. Lowest cost per case whole peeled is higher cost for the operator.

46 Pizza

47 San Benito Pizza Sauce

48 Pizza Sauce - Yield Factors Use a traditional 11% tomato solids as our guide. Concentrated tomatoes will have to be diluted with additional water to reach an 11% consistency or thickness. To arrive at a heavier (thicker) sauce substitute 11% by 12%, 13% or whatever thickness the customer desires. Calculation: 1) Take the number percent of solids or Brix of desired product and divide by 11 (% if desired consistency). 2) Take this number and times (x) it by ounces of selected can. 3) Minus this number from the ounces of the can to arrive at how much water to be added to achieve 11%. Example: Assume a product of 19% Brix or tomato solids (consistency) and divide it by 11 this = times (X) 107 ounces in the can = 184 ounces. The difference between 184 ounces and 107 ounces is 77 ounces. Add 77 ounces of water to the amount from the can to achieve 184 ounces of 11% sauce. Add spices, seasonings and oil, if desired, to make a pizza sauce.

49 Heavy Concentrated Crushed Tomatoes (aka) Pizza Sauce Without Basil. Item # San Benito Heavy Concentrated Crushed Tomatoes w/out Basil (13.5% Brix). 106 oz. sauce + 24 oz. water = 130 finished ounces. Per case Yield: pizza with 5 ounces sauce per pizza.

50 Selecto Super Heavy Pizza Sauce with Basil Item # San Benito Selecto Super Heavy Pizza Sauce with Basil (15.5% Brix). 107 oz. sauce + 44 oz. water = 151 finished ounces. Per case Yield: Yield pizza with 5 ounces sauce per pizza.

51 Diciotto Mega Yield Concentrated Crushed Tomatoes (aka) Pizza Sauce Without Basil. Item# San Benito Diciotto Mega Yield Concentrated Crushed Tomatoes (without Basil) (19% Brix). 107 oz. sauce + 77 oz. water = 184 finished ounces. Per case Yield: pizza with 5 ounces sauce per pizza.

52 Fully Prepared Pizza Sauce Item # San Benito Pizzeria Fully Prepared Pizza Sauce with Oil & Spices (13.5% Brix). 107 oz. sauce and no water added. Per case Yield: pizza with 5 ounces sauce per pizza. Contains non-gmo sunflower and olive oils. Has added sugar but no high fructose corn syrup. Contains Sea salt.

53 Pizza Sauce Cost Comparison Exercise Operator combines 1 can (105 ounces) competitor Pizza Sauce w/basil and 3 cups (24 ounces) water before adding spices. The Brix before adding spices is 11%. Bostwick is 4 to 5. The case cost is $ Sell San Benito Diciotto Mega Yield Pizza Sauce w/basil $26.00/case. Calculate the following for both: Ounces finished pizza sauce per case Per oz. finished cost Per pizza 5 oz. per pizza Daily cost for 200 pizzas per day Annual days Total annual savings San Benito versus competitors.

54 Pizza Sauce Cost Comparisons Exercise Operator combines 1 can (105 ounces) competitor Pizza Sauce w/basil and 3 cups (24 ounces) water before adding spices. The Brix before adding spices is 11%. Bostwick is 4 to 5. The case cost is $ (Current) operator costs: 105oz. Pizza Sauce w/ Basil + 24oz. water = 129 oz. finished sauce/can Multiply by 6 (case)= 774 oz. finished sauce/case $20 Case price 774 $.0258 oz. finished sauce Per 5 ounces= $ per pizza sauce cost 200 pizzas per day $25.84 daily sauce cost 365 days per year = $9,432 per year Sauce food cost

55 Pizza Sauce Cost Comparisons Exercise Sell San Benito Diciotto Mega Yield Pizza Sauce w/basil $26.00/case. - $5.00 per case more than competitor. San Benito Costs: 107 oz oz. water = 180 oz. finished sauce/can Multiply by 6 (case)= 1,080 oz. finished sauce/case $26 Case price 1,080= $.024 oz. finished sauce Per 5 ounces= $0.12 per pizza sauce cost 200 pizzas per day $24.00 daily sauce cost 365 days= $8,760 per year Sauce food cost Versus less expensive competitor: $672 annual Savings. Nearly 26 free cases per year.